Now that you know that knowing your markets and cancellation of appointments are only parts of the game; let´s look at some other reasons your campaign may not be working. And more importantly how to fix the problem.
The presentation is your best phone foot forward so making sure you have one that works is of the utmost importance. Many managers make the mistake of trying to carve out a cookie cutter type telemarketing presentation for all of their cold callers while forcing them to read the script word for word. HEAR ME NOW PEOPLE"?¦THIS DOES NOT WORK!!
Keep in mind that a presentation is nothing more than a written conversation. You should be able to tell the prospect who you are and why you´re calling in as few sentences as possible. A presentation is just a dialogue between two people; nothing more. If you can´t tell, say your best friend who you are and what your firm does without a script; then you won´t be able to tell a prospect over the phone.
Begin by taking a piece of paper and writing two sentences. The first should say who you and your company are. The second should say what your company does. Here´s an example:
"This is Tony Wilkins calling for TCS Inc. We specialize in offering business development solutions to small and mid-sized firms."
This opening is short, sweet and to the point. And more importantly it gets the message across in a way that leaves little doubt of why you´re calling.
Next Column:Part three